Territory Sales Manager

Option Care; San Antonio (TX); Hybrid; USD 121,000 - 201,000; Full time

Benefits offered by this job

Medical, Dental & Vision Insurance

401K with company match

Tuition Reimbursement

Paid Time Off

Job summary

Option Care Health is seeking a Sales Leader to drive market growth, build strategic plans, and develop a high-performing Account Executive team across assigned territories. You will partner with operations and payer groups, conduct consultative selling, and lead by example in closing new business.

Requires MBA-level experience in pharmaceutical/healthcare sales or equivalent with strong data analysis, presentations, and team development skills. Travel about 60% within and outside the state.

Qualifications

• Bachelor’s degree, ideally in business or a clinical field, and 1–2 years of healthcare/medical sales leadership experience.
• Or a high school diploma with 5 years of related business-to-business healthcare/medical sales experience.
• Experience analyzing and reporting sales data to drive improvements.
• Experience delivering presentations to medical directors, heads of case management, and executives.

Responsibilities

• Drives sales with assigned team by partnering with operations to build market growth plans.
• Sets goals and develops sales forecasts for each territory with cross-functional teams.
• Aligns efforts with branches, sales personnel and operations to penetrate markets.
• Develops Account Executives and coaches junior staff on selling opportunities.
• Maintains relationships with branch management to align service and sales.

Skills

Sales leadership

Strategic selling

Healthcare sales

Team management

Billing & reimbursement

Education

Bachelor’s degree (business/clinical)

High school diploma + 5 yrs healthcare sales

Job description

Extraordinary Careers. Endless Possibilities. With the nation's largest home infusion provider, there is no limit to the growth of your career. Option Care Health, Inc. is the largest independent home and alternate site infusion services provider in the United States. With over 8,000 team members including 5,000 clinicians, we work compassionately to elevate standards of care for patients with acute and chronic conditions in all 50 states. Through our clinical leadership, expertise and national scale, Option Care Health is re‑imagining the infusion care experience for patients, customers and team members. Join a company that is taking action to develop an inclusive, respectful, engaging and rewarding culture for all team members. At Option Care Health your voice is heard, your work is valued, and you’re empowered to grow. Cultivating a team with a variety of talents, backgrounds and perspectives makes us stronger, innovative, and more impactful. Our organization requires extraordinary people to provide extraordinary care, so we are investing in a culture that attracts, hires and retains the best and brightest talent in healthcare.

Job Description Summary:

Job Description:

Job Responsibilities (listed in order of importance and/or time spent)

• Drives sales with their assigned team by partnering with operations counterparts to build market growth plans.
• Drives sales by working across business units, leadership, and sales teams to set goals and develop sales forecasts for each assigned territory.
• Insures alignment with national business unit and specialty enterprise objectives Within their assigned team, partners with operations and payer counterparts to build regional strategic market plans to increase market penetration.
• Assists in development and implementation of all promotional activities.
• Engages cross-functionally to ensure awareness and alignment of sales efforts with branches in their area, sales personnel, and branch personnel.
• Develop Account Executive’s to create and deliver sales presentations and lead consultative sales discussions.
• Lead by example by demonstrating success in creating new business within their assigned area.
• Develop a highly productive account team of Account Executives by actively engaging in selling opportunities to coach and provide developmental feedback.
• Maintain strong relationships with branch management to ensure sales efforts are supported by branch service and sales efforts are aligned with branch capabilities.
• Partner with operations to resolve issues in the best manner for Option Care customers.
• Monitor’s competitors, industry, and sales trends in their assigned area to develop sales plans accordingly.
• Analyzes input from various sources to create new initiatives.
• Develops appropriate business plans for new initiatives addressing market entry strategy, financial analysis and projected costs, timelines, and necessary resources.
• Monitors activity for assigned sales team to ensure appropriate focus on priority growth targets identified by management/ analytics.
• Helps Account Executives, Care Transition Specialists and Care Transition Coordinators, etc. prioritize time to focus on greatest opportunities for growth.
• Provides productivity analysis and feedback to sales team on performance overall and with key customers.
• Identifies and provides training and development opportunities.
• Serves as an expert in local market dynamics for their assigned team (including payer issues, state and government regulations, provider payment issues, etc.) and clinically in the complex disease states Option Care services (Anti-invectives, nutrition, heart failure, immunological disorders, bleeding disorder, transplant, etc.).
• Coaches and develops team to a high level of competency in these areas.
• Responsible for appropriate staffing and utilization of resources to include hiring staff, recommending pay increases, managing sales performance, performing performance reviews, training, and development of staff, estimating personnel needs, assigning work, interpreting, and ensuring consistent application of organizational policies.
• Identifies opportunities and develops relationships with alliance partners in their assigned territory outside the company to increase business.
• Develops business plans to achieve goals of targeted opportunity.
• Complies with accreditation, legal, regulatory, and safety requirements and assures their team does the same.
• Delegate’s work and holds others accountable (AE’s, CL’s, operational partners) to focus their own time on growth opportunities and build competency/accountability within team.
• Through own actions and competency level, positions their role as a ‘player/coach’ able to step in when needed to prospect and close business.

Supervisory Responsibilities

Does this position have supervisory responsibilities? (i.e. hiring, recommending/approving promotions and pay increases, scheduling, performance reviews, discipline, etc.) No Yes - X

Basic Education and/or Experience Requirements

Bachelor’s degree, ideally in business or a clinical field, and at least 1-2 years of previous business-to-business healthcare/medical related sales leadership experience OR High school diploma and/or some college, with 5yrs of related business-to-business healthcare/medical sales experience.

Basic Qualifications

Experience in analyzing and reporting sales data to identify issues, trends, or exceptions to drive improvement of results and find solutions.

Experience using and teaching time management skills such as prioritizing/organizing and tracking project plans and meeting deadlines of multiple projects with varying completion dates.

Experience developing and delivering presentations within Option Care and externally with customers (ex. medical director, head of case management, executive c-suite individuals).

Travel Requirements

Willing to travel at least 60% of the time for business purposes (within state and out of state).

Preferred Qualifications & Interests (PQIs)

• MBA in Business Administration with at least 4 years of pharmaceutical or healthcare sales experience.
• Prior experience selling strategic solutions (specialty products and/or services) to hospitals, health systems and medical groups.
• Infusion/health care service experience in following therapeutic areas: anti-infective, nutrition, immunology/neurology, oncology, or transplant.
• Basic understanding of billing and reimbursement procedures for hospital, medical offices, and Medicare (B/D benefits) as well as medical offices.
• One year experience directly managing people including hiring, developing, motivating, and directing people as they work.
• Experience in leading team efforts within highly matrixed organizations.

Due to state pay transparency laws, the full range for the position is below: Salary to be determined by the applicant's education, experience, knowledge, skills, and abilities, as well as internal equity and alignment with market data. Pay Range is $120,766.84-$201,270.56

Benefits:

• Medical, Dental, & Vision Insurance
• Paid Time off
• Bonding Time Off
• 401K Retirement Savings Plan with Company Match
• HSA Company Match
• Flexible Spending Accounts
• Tuition Reimbursement
• myFlexPay
• Family Support
• Mental Health Services
• Company Paid Life Insurance
• Award/Recognition Programs

Option Care Health subscribes to a policy of equal employment opportunity, making employment available without regard to race, color, religion, national origin, citizenship status according to the Immigration Reform and Control Act of 1986, sex, sexual orientation, gender identity, age, disability, veteran status, or genetic information.

For over 40 years, Option Care Health has provided adult and pediatric patients with an alternative to hospital infusion therapy.

With more than 2,900 clinical experts, Option Care Health is able to provide high-quality infusion services for nearly all patients with acute and chronic conditions across the United States, resulting in high quality outcomes at a significantly reduced cost.

Option Care Health has more than 70 infusion pharmacies and 100 alternate treatment sites.

We are guided by our purpose to provide extraordinary care that changes lives through a comprehensive approach to care along every step of the infusion therapy process including: intake coordination, insurance authorization, resources for financial assistance, education and customized treatments.